Sales Manager

We are a fast-growing Series A startup building cutting‑edge technology to revolutionize cloud development processes and support highly efficient dev and test feedback loops. We’ve closed our last $25 million round in Q4 2024, led by Notable Capital, CRV and Heavybit. At its core, LocalStack provides a high‑fidelity emulator and local cloud development platform. Imagine developing cloud applications and data pipelines entirely on your local machine within a lightweight cloud sandbox, running in Docker! Our mission is to empower developers to rapidly build and test their cloud applications, allowing for a more enjoyable dev experience, and saving valuable time and resources. LocalStack has a large and active developer community with over 100k active users worldwide and 290M+ downloads to date. Our customer base ranges from SMBs to Global Fortune 500 companies. We are sustainably growing our globally distributed team across sectors. LocalStack is headquartered in Zurich/Switzerland, with a main engineering office in Vienna/Austria and remote team members from the US, France, UK, Canada, Spain, and many more countries. Responsibilities * Establish a scalable and repeatable enterprise sales motion through clear playbooks, stronger AE enablement, and structured knowledge sharing across the team. * Drive more focused account prioritization and segmentation, helping the team identify and execute against the highest‑value enterprise opportunities. * Improve onboarding and ramp‑up effectiveness for new sales team members through stronger enablement frameworks and training materials. * Strengthen cross‑functional GTM alignment across Sales, RevOps, Marketing, PMM, Product, and Customer Success to improve execution and customer outcomes. * Support increased expansion and retention opportunities by enabling stronger collaboration between Sales and Customer Success teams. * Ensure the team can clearly communicate LocalStack’s value proposition and technical concepts such as emulation in a customer‑friendly and commercially effective way. * Contribute to scaling the enterprise business through support of larger ACV deals, growing expansion opportunities, and building foundations for future segmentation and leadership growth. Qualifications * 8+ years of experience in Enterprise Sales or Account Executive roles, including 1–2 years of people management experience leading high‑performing sales teams. * Experience managing complex enterprise sales cycles and leading teams working with 5–10 strategic enterprise accounts simultaneously. * Strong leadership and coaching capabilities, with experience improving AE performance, enablement, and sales execution consistency. * Executive presence and communication skills, with confidence leading strategic customer conversations, QBRs, renewals, and value‑based discussions with stakeholders from IC to C‑level. * Proven track record of driving revenue growth through enterprise expansion, account planning, and strategic customer engagement. * Experience building scalable sales motions, playbooks, onboarding, and enablement processes within growing GTM organizations. * Strong operational and analytical mindset, with familiarity using HubSpot and other CRM/sales platforms to drive forecasting, pipeline visibility, and execution. * Experience operating in high‑growth startup or scale‑up environments with evolving structures, ambiguity, and rapid GTM scaling (preferred). Values * Care: we create with compassion. We prioritize empathy and understanding in every interaction. By genuinely caring for our team, customers, and community, we create an environment where people thrive and impactful work flourishes. * Ownership: we own the outcome. We take responsibility for our work and are passionate about its impact. We foster autonomy, inspire ambition, encourage ownership, and empower everyone to unlock their potential and make an impact. * Openness: we build trust together. We build trust through open communication and honest feedback. By sharing ideas and embracing diverse perspectives, we create stronger, more connected teams that work toward shared goals. * Courage: we dare to innovate. We embrace bold challenges and take calculated risks to move the needle. We step outside our comfort zones, experiment fearlessly, and turn setbacks into springboards for growth. * Excellence: we chase the extraordinary. We chase excellence by pushing boundaries and delivering results that go beyond the ordinary, constantly raising the bar and striving for greatness in everything we do. Excellence is not just the outcome, it is how we approach every task with purpose, passion, and a commitment to delivering exceptional value. Benefits * Fully remote * Unlimited PTO * 401k and private medical * Competitive salaryAnnual company retreat * 2 extra company‑wide holidays * Friendly and inclusive workplace culture (community guilds and online company events) For US based candidates: The OTE range for this role is between $220,000-364,000 per annum and is based on experience, location and skills. #J-18808-Ljbffr